Brent Adamson is managing director bij Corporate Executive Board's Sales Executive Council.Meer over de auteurs
The Challenger Customer
Selling to the Hidden Influencer Who Can Multiply Your ResultsPaperback Engels 2015 9780241196564
The long-awaited sequel to the bestselling sales classic 'The Challenger Sale'
'A handbook of practices that will help you get into your customers' heads, deliver good value, and win the sale' - DANIEL H. PINK, author of To Sell is Human and Drive
Four years ago, the authors behind 'The Challenger Sale' overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don't focus on friendly, attentive customers. Instead, they target challenger customers.
'Challenger customers are sceptical, less interested in meeting, and ultimately agnostic as to who wins the deal. But they also have the credibility, persuasive skilland will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with.
Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, 'The Challenger Customer' shows you how to find these 'mobilizers' and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again.
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Introduction - The hardest par of selling solutions
1. The dark side of customer consensus
2. The mobilizer
3. The art of unteaching
4. Building commercial insight
5. Commercial insight in action
6. Teaching mobilizers where they learn
7. Two types of tailoring
8. Taking control of consensus creation
9. Making collective learning happen
10. Shifting to a challenger commercial model: implications and implementation lessons
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